SailPoint Expands MSP Channel Program to Close SMB Service Gap

 Sailpoint is expanding its MSP program to deliver its identity security products and services to more small- and medium-sized businesses and enterprises that may not have had access to SailPoint’s services in the past.

Dave Schwartz, senior vice president of global partners at SailPoint, told ChannelE2E that the latest expansion of the MSP program comes a year after MSPs were first brought into its channel program in February of 2024. While that was an excellent start, he said,  smaller SMBs might not have been able to take advantage of SailPoint’s protections under the initial program.  

After speaking with many of its MSP partners about this SMB service gap, SailPoint moved to recognize the growing need and demand for identity security solutions in this segment, said Schwartz.

“With this trend set to increase, we worked closely with our MSP partners to establish a program that enables them to support this segment at scale,” said Schwartz. “Their insights helped us refine the program to ensure it provides the flexibility, security, and operational efficiency needed to meet the evolving identity security challenges of smaller and medium-sized enterprises.”

The original MSP program targeted “a significant number” of SailPoint’s customers with fewer than 2,500 employees, but others were not being served because the MSP program was not initially set up to work with much smaller companies, he said. “This expansion reinforces SailPoint’s commitment to securing dynamic access to critical applications and data for every enterprise identity while allowing us to continue focusing on our roadmap and large enterprises.”

The expanded MSP program is a “partner-exclusive model,” said Schwartz, which will simplify how MSPs engage with customers in this market segment. “This approach gives partners greater autonomy to deliver and customize identity security solutions powered by SailPoint Identity Security Cloud while ensuring they have the necessary resources to scale effectively,” he said. “MSPs can now offer the SailPoint Identity Security Cloud to companies in smaller and medium-sized enterprises segment, providing them with an additional product and enhanced capabilities to help SMEs protect at the identity level.”

A Smart Strategy: Analyst

Shelly Kramer, principal analyst with Kramer&Co., told ChannelE2E that she sees SailPoint’s move as “a trend that we will be seeing more of as organizations across the world redefine their channel partner programs and offerings and endeavor to serve a broader audience in the process.”

Kramer said she met with SailPoint CEO Mark McClain during the RSAC event in San Francisco in 2024 and found him to be an impressive leader.

“What I especially love about this is that while SailPoint has a wealth of enterprise customers, the idea of fine-tuning offerings to serve the small- and mid-size market is exactly what is needed today,” said Kramer. “Stronger alliances within the MSP community serve everyone: SailPoint, its MSP partners, and, most especially, an entirely new customer base that very much needs the identity security solutions SailPoint provides.”

More Details of SailPoint’s MSP Program Expansion

Schwartz said that SailPoint is doing plenty of legwork to ensure the success of the expanded MSP program in reaching smaller business customers.

“We are also working closely with our partners to streamline all aspects of this expansion – ensuring that they can bring solutions to market quickly and efficiently,” he said. “From go-to-market support to operational enhancements, this expansion is designed to make driving growth easier than ever for MSPs while helping smaller and medium-sized enterprises secure their critical applications and data.”

The company’s position in the industry reinforces the credibility and differentiation of its MSP partners with customers, he added. “By offering identity security powered by a globally celebrated technology, MSPs can stand out in a competitive market and deliver trusted solutions to their customers.”